NowFloats: Sales Training Workshop

September 11-14, 2013

Introduction

Introduction

The process

Pre-sales Sales Sales Operation Post Sales

PRE-SALESHomework

Pre-sales – Homework stage

Pre-sales

Lead Generation

Analysis Appointment

CRM

Pre-sales – Lead Generation

Online Sources

Offline Sources

Referrals

Word-of-mouth

Marketing & PR activities

Advertising Campaigns

Partnerships

Pre-sales – Analysis

Current Solutions used Spent on current solution Business need

Business CategoryPresent state of online

presence & discoverability

Layers of decision making

Pre-sales – Appointment

• WHY– Professionalism– Internal record purposes – CRM

• WHO– Sales team, tele-sales

• HOW– Phone call, Email, visit

Pre-sales – CRM

• Purpose– Internal– External

• Activities– Lead

• Outcome– Better reporting– Tracking activities related to customers

SALESGroundwork

Sales

Sales

The Structure

Processes Support

CRM

The Structure

Sales

Region-wise

North

South

Role-wise

City-Manager

Sales Team

BDM Enterprise Sales

Processes - Activities

Pre-sales Meeting Follow-

up Payment Account Creation

Time spent

Enterprise

SMB

Premium

Support

• WHAT– Analytics related to verticals – Search landings, User queries,

etc.– How to update message board?

• WHO– Center of Excellence (CoE) Team– Internal Dashboard

• HOW– Reports– Dashboard– Email, Call

CRM

• Purpose– Internal– External

• Activities– Lead– Opportunity– Account

• Outcome– Better reporting– Tracking activities related to customers

Sales Training

Sales Training

SALES OPERATIONSGroundwork

Sales Operations – Process

Onboarding Calls

Invoicing

Account Creation

Customer Training

Sales Operations – People

Onboarding Calls

Invoicing

Account Creation

Customer Training

Contact Center

Sales Team??

Sales Team & CoE

Sales Team

Sales Operations – Technology

Onboarding Calls

Invoicing

Account Creation

Customer Training

CRM

CRM

Sales Operation Training

Sales Operation Process

POST SALESRelationship Management

Post Sales – Process

Account Creation

Welcome Process

Customer EngagementFeedback

Renewal

Post Sales – Process

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Q&A